1.
Est. 1986
2

2.
Decade of double-digit top line growth
$10 million in annual revenue
Abundant opportunities
A pile of cash
A 40% growth plan
The 2011 Plan

3.
40% expense increase
5% revenue growth
$1 million of profit lost
$750k bank line called
45 days to bankruptcy
2011 Results

4.
Alex Frank
VP of eCommerce at FCP Euro
alex.frank@fcpeuro.com
@alexfrankly

5.
Growth
Death
Inflection
We had to make a notable change
to our business
That change had to be different
than everyone else

6.
We were on a legacy white-box ERP/CMS
We had stretched ourselves too thin
We were disappearing into a commoditized market
What we were doing wrong

7.
We could not develop anything on
the platform
We needed a viable Rails
eCommerce solution so we could
quickly prototype
We needed flexibility for
integrations and customizations
both for UX & backend logic
We were on a cumbersome
& inflexible platform.

8.
We could not develop anything on
the platform
We needed a viable Rails
eCommerce solution so we could
quickly prototype
We needed flexibility for
integrations and customizations
both for UX & backend logic
We were on a cumbersome
& inflexible platform.
We immediately integrated deeply
with industry data formats
We developed custom features to
build catalogs in mass
We abandoned our white-box
website and transitioned to the
Spree site
We Integrated With Spree

9.
We were operating too many
websites
We were selling through too many
channels
The team was scattered across to
many projects
We were distracted

10.
We were operating too many
websites
We were selling through too many
channels
The team was scattered across to
many projects
We were distracted
We consolidated extraneous
channels
We put our employees on the
projects that contributed the highest
value
We abandoned existing revenue in
favor of potential performance
We focused

11.
There was a massive amount of
competition
There was clear commoditization of
the products in the market
Market boundaries were solidified
and stable
We weren’t standing out in
the market

12.
There was a massive amount of
competition
There was clear commoditization of
the products in the market
Market boundaries were solidified
and stable
We weren’t standing out in
the market
We observed what was causing our
customers trouble
We identified what the competition
was afraid to offer
We implemented a lifetime
replacement warranty on all car
parts
We differentiated

13.
We focused on catalog expansion & optimization
We marketed our value propositions
We focused on the speed and usability of our website and backend
The next 2 years

14.
25% Revenue Growth
Double earnings
Bring our differentiator to the community
Bring in experts in automation & data
Focus and convert to 90% web sales
The 2016 Plan

15.
95% online sales
50% growth on the website
First meaningfully profitable year
Hires for data & automation are building
apps to monitor market and competitor
trends
New FCP race team
2016 Results

16.
Integrate with systems that
keep you nimble

17.
Have the discipline to
abandon distracting activities

18.
Differentiate

19.
Alex Frank
VP of eCommerce at FCP Euro
alex.frank@fcpeuro.com
@alexfrankly